4 Ways to Design Successful Sales Incentive Programs

Hubspot Sales

Nothing boosts your sales team's excitement and energy more quickly and reliably than an incentive. These four strategies will increase the impact of your incentives. Maybe a salesperson dominates every single prospecting-related contest. Sales Incentives

4 Foolproof Ways to Beat Price Objections


As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Key Takeaways about Price Objections.

5 Great Responses to Price Objections


But there’s no need to panic when you hear a price objection. In fact, a price objection can actually be good news — it may mean the buyer is serious about making a purchase and is just trying to negotiate a lower price. READ 6 Secrets to Successful Sales Prospecting.

Incentives and bonuses aren’t the cure alone: Encouragement, listening and support are free


Incentives and bonuses motivate sales professionals for good reason. A CSO can throw all the incentives and bonuses they want at their team to keep their top performers around, but that strategy alone will get costly. Good sales leadership: Speak to salespeople to the tune of incentives and rewards. Great sales leadership: Listen to your salespeople and support the growth of their individual qualities and career objectives.

It's that time of year: “Call me back after the holidays.”

Jeffrey Gitomer

"Call me after the holidays" is the second most-heard objection in sales. Call me after the holidays" is not an objection. Stalls are twice as bad as objections. If it's just a callback, make the prospect write it down. Offer incentives and alternatives. Objection

How I Increased My Email Prospecting Response Rate by 1400%

Hubspot Sales

Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from 1% to 14% in the process.

Coach The Mindset

The Pipeline

When you examine what they committed to, and steps they may have taken, it is clear the objective and effort are minimal and has little impact on how they sell and the related results. No doubt there may be other incentives or ways to prime the pump, be that money or title; but for the most part, those have short-lived impacts, with minor if any lasting change. Actions based on objectives, measured in results, driven by activity, a total focus on leading indicators.

Selling - Do You (They) Have What It Takes?

Anthony Cole Training

dealing with objections (7). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Selling requires that you are motivated by incentives rather than effort.

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Pay For Performance

Partners in Excellence

As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings.

How to Coach Sales for Rebuttals and Counter Offers


In a perfect sales world, every deal would close without objections, payment issues, or any hassles at all. However, sales objections aren’t always a bad thing. Nonetheless, objections shouldn’t be something sales reps dread. Use Objections to Gain Insight and Feedback.

How to Rebuttal and Improve Your Sales Techniques


As a sales professional, one of the most common things you hear from prospects is an objection. In sales, objections come every day. It’s important that reps understand that when prospects give an objection, they are still giving you valuable information.

Why Your Sales Contest is Demotivating Your Sales Team (& How to Fix It)

Sales Hacker

You can set targets for a certain number of prospecting calls or fact finding appointments within a given time frame, or you can set a specified number of new customers a salesperson needs to acquire as a qualification. The Bottom Line for Successful Sales Incentive Contests.

How to Use Sales Rebuttals During the Negotiation Process


Some salespeople shiver with fear when they think about customer objections. Yet, when it comes to objections, the script goes out the window. But an objection, somewhat counterintuitively, is an opportunity. In addition, you help your prospect to feel heard and understood.

How to Build Effective Sales Compensation Plans for Any Customer Facing Role

Sales Hacker

Know what to Include in a Sales Incentive Plan. This is how the sales compensation plan should work for reps in a prospecting role. This is what the person would be paid annually and it has two elements; a base salary and a sales incentive held against sales, also known as variable pay.

The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

Smart Selling Tools

The 65/35 efficiency factor highlights the fact that reps are already spending far less time talking with prospects than they should be. When reps are entering data into the CRM system, they are not talking with prospects.

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Will These 6 Tests Save 2013’s Sales Compensation Plan?

Sales Benchmark Index

But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Culture at another firm required Sales Reps to do their own prospecting and sales. The IC plan was changed to diminish Rep prospecting.

Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

The darker dotted line is the trend for the percentage of sales management candidates that were recommended by Objective Management Group for the same time period. Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before.

Create a High-Performance Sales Culture Starting Today (with 7 Must-Have Habits)

Sales Hacker

Their manager can then set goals, such as quarterly quota or objective goals, that give the SDR a clear path to career growth. Typically, team goals are stretch goals with a juicy incentive tied to goal achievement. In sales, culture is everything—and right now, it’s every where too.

Why Product-Agnostic Content Wins in B2B Marketing

Sales and Marketing Management

Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services.

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The keys to maintaining a great culture within a remote sales team


These four steps are key to building and maintaining a great culture where your sales team hits their quota and is committed to your organization's vision and goals: Set crystal-clear objectives & goals. Here are those four important steps again: Set crystal-clear objectives & goals.

Sales Managers – Why Isn’t Goal Setting Easy?

Anthony Cole Training

Or, if you want to use incentive travel/excursions to motivate people to higher levels of performance, you raise the bar required for people to qualify for the “President’s Club” trip. I have inquired about incentives and changes in overall production of a sales team.

How To Maximize Your ROI At An Exhibition

MTD Sales Training

What are your objectives for the show? Communicate your objectives to the team and most importantly, measure. Give staff incentives to encourage activity and accuracy. Invite your customers and prospects before the show using social media, your web site and direct mail.

Creating the Ideal Performance Culture

Sales Benchmark Index

Incentive Programs. Does your comp plan incent behaviors that will get you to your number? A majority of reps focused on margin, and gave up prospecting for new accounts. Consider the metrics that will drive your top 3 sales objectives for the year.

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Keeping Good Salespeople is Harder Than Finding Them!

Jeffrey Gitomer

They help salespeople sell, and they’re a reflection of the quality of your business in the mind of the prospect. Have incentives and contests to keep it competitive. Pay a larger incentive the second time. Pay a big reward for the letters that overcome objections.

Show Me the Money! A Guide to Creating a Scalable Sales Compensation Plan


Simply put, if your compensation plan is largely tied to your sales organization’s ability to achieve specific objectives and targets, then everyone will be incentivized to perform the kinds of revenue-driving activities that yield those results.

007Sales 3.0: The End of TheRoad for TheAutonomous SalesRep

Smart Selling Tools

One enticing benefit (or incentive) of the sales profession is the freedom and independence it offers. actually means, the most basic definition is, “to usetechnologies like the ‘social web’ to discover and engage with prospects in a new way.”

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The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

They play a lead role in determining periodic targets and creating playbooks to achieve their objectives. Incentives (compensation, commission, benefits, perks). Evaluate your addressable market and how the sales team can optimize their outbound prospecting.

How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

This Social Selling skill works with your customers and prospects. Incentive Structure. Even when their virtual team has no monetary or organizational incentive to do so. They can help you overcome Buyer objections and close the sale.

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Improve Sales Forecasting to Improve Sales Performance?

Anthony Cole Training

It caught my attention because 1) the use of a number , the use of the word improve and the phrase reduce revenue risk and 2) I’m constantly on the look out for information that may be of help to my clients and prospects.

You Can Help Salespeople Burdened with Sales Weaknesses

Understanding the Sales Force

Objective Management Group identifies five big ones and a dozen or so additional weaknesses that cause problems for salespeople. Non Supportive Buy Cycle (causes them to empathize with stalls, put-offs and objections). Not Being Goal Orientated (they lack purpose and incentive).

8 Sales Role Play Exercises to Prepare Your Team for the Win

Sales Hacker

It just doesn’t make sense to practice on prospects anymore. A professional sales person needs a place to take “batting practice” before getting out there and trying to hit the 90 MPH curve balls being hurled at them by prospects. Objection Island. Objection Island.

4 ways to use your CRM to power your sales and marketing feedback loop

Base CRM

Here are questions to consider when creating a shared lead scoring strategy: What are your criteria for a prospect to become a qualified lead? What score means a prospect can be considered an MQL? Marketing should ask sales the following questions: What are common objections that prospective customers have? Which sales touch points receive the most objections? What material would be the most helpful in overcoming these objections?

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Strategic vs. Tactical Planning: The What, When, and Why

Hubspot Sales

Your online job search will become less tedious and disheartening if you have a clear set of objectives to follow. For example, if your team is consistently struggling to hit a monthly sales quota, then it's likely time to reevaluate the tactics the sales reps are using to prospect and close.

6 Ways to Make Your Sales Training Effective


You can also get insights into how your sales team is using (or not using) content, if they’re nurturing leads, how quickly they’re following up with customer requests, what their daily behaviors are, and which channels they use most to communicate with prospects.

4 Important Sales Metrics Every Team Must Track


In a business context, metrics are used to ensure that outcomes align with the business objectives. A manager can then act accordingly by setting incentives or identifying blockers. More crucially, the prospect will also be evaluating your competitors.

5 Sales Culture Differentiators You Need to Know


When you’re going through a recruitment phase, or trying to keep star sales employees exactly where they are, the prospect of joining (or remaining part of) that culture is enormously significant. They’re always adding new strings to their bows, learning new ways to present value propositions, overcome objections, and defuse the skepticism of the reluctant prospect. Fair incentives. This guest post comes from Kayleigh Alexandra at Micro Startups.

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

It is the primary objective for CEO’s and for Sales and Marketing executives. Additionally, Model N’s Intelligence solutions deliver analytical insights that enable the sales team to identify who to sell to and to enhance the productivity of each engagement with prospects.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

They play a lead role in determining periodic targets and creating playbooks to achieve their objectives. Incentives (compensation, commission, benefits, perks). Evaluate your addressable market and how the sales team can optimize their outbound prospecting.

The Ins & Outs of Variable Pay Compensation Structure for Sales Teams

Sales Hacker

I wish I could say it’s all about incentives, but the truth is a bit more nuanced than that. Determine Additional Incentives (With Caution). You should really pick one metric like revenue vs trying to incentive multiple high level metrics. Have a cool new incentive to test?

How optimization increased sales development rep leads by 304%

B2B Lead Blog - Inside Sales

Therefore, we hypothesized the more our call guide could match a prospect’s motivation for being interested in our services, the more likely they would move forward in the sales cycle. As an incentive, we also offered content addressing that motivation.